Sales representatives in the healthcare industry are expected to manage their “territories” as if they were running their own business. That’s the very reason top performing medical sales Reps have entrepreneurial mindset. To be successful in your sales territory its important to know which customers drive you more business, what their “buying” style is; so that you can match your selling style to it, have a investment budget, and also manage your daily and weekly call schedule either by yourself or working with your team to implement the overall territory business plans. One major goal of a medical sales representative is to be seen as a valued consultant by Doctors. These conversations allow reps to become a valuable resource for ...

What is Market Research? Market research and marketing research are often confused and used interchangeably. Market Research: Determination and assessment of qualitative and quantitative dimensions of a market Marketing Research: Analysis of the effects of various marketing activities of a company or its competitors.

The pharmaceutical industry is fast changing due to the expensive promotion and research & development (R&D) campaigns, which are crucial to examine opportunities to simplify and streamline operations in order to align businesses towards the needs of customers. Today’s representatives must be consultative in order to effectively partner with the customer. Being consultative means showing energy and confidence and having the answers to questions, or at least knowing how to get them if necessary . It means talking the physician’s language at the physician’s level of expertise and matching styles – formal or informal. In this situation, sales force effectiveness drives the success of pharmaceutical companies. SFE (Sales force effectiveness) begins with effective sales strategy, sizing and structuring the sales ...

Here is the updated list of all Pharmaceutical Conferences, Summits & Exhibitions around the world in 2013. Please share it with your colleagues, email it or print it and never miss any Pharmaceutical industry related event in 2013. What’s more? we keep this updated for you; so subscribe with your email(top right) and get notified as soon as any new event is updated. January 2013 PHARMA WORLD EXPO 2013 15,18 January 2013, Mumbai. India More details:chemtech-pharmaworld.german-pavilion.com/content/en/home/home.php NIPiCON 2013 18-20 January 2013, Ahmedabad, India More details: nipicon.org.in BIOASIA 2013 28-30 January 2013, Hyderabad, India More details: bioasia.in/2013/# ARAB HEALTH 2013 28-31 January 2013, Dubai, UAE More details: arab-health.german-pavilion.com/content/en/home/home.php

Objections from physicians are often seen as “hurdles” or a signal that inhibits a doctor to prescribe your brand. Lets face it, as human beings we find it uncomfortable to handle objections. However, to overcome many objections it takes a process – not a quick answer. While some objections may simply be factual questions that can be answered easily, others will be far more complex. This means the medical sales person may need to spend time overcoming the objection instead of answering quickly on the fly.

Today, pharma sales rep must be very well informed about the indications, contraindications and interactions of their products. They must comply with the industry’s codes and guidelines and act according to government regulations. To support medical reps, pharma companies have moved towards sales force automation and customer relationship management tools. A number of wireless, electronic devices have been introduced, such as handhelds and laptops, but with limited success in the field.

The social, demographic and economic context in which the pharmaceutical industry operates is changing dramatically, with huge implications for the industry as a whole. All these challenges have major ramifications for the way in which pharmaceutical companies market and sell the medicines they develop. With these challenges comes pressure to gain efficiencies in all facets of the business, but perhaps no aspect of pharma operations is under as much scrutiny as the sales and marketing function.

Traditionally, one-to-one selling by pharmaceutical sales reps has been the primary means of communication and the most expensive one. Historically, product detailing has been the most important way for pharmaceutical companies to communicate drug information to physicians. Unfortunately, traditional methods of detailing are no longer as effective as they once were. Why switch from age old detailing to e-detailing? With the emergence of technology-based alternative means of communicating with physicians and other prescribing influencers, many pharma companies are now experimenting with supplementing or even replacing the sales rep’s detailing activities with invitations to access websites and call centers for answers to commonly asked questions concerning a company’s drug.